Sales Director EMEA

**About BioGaia** BioGaia is a Swedish world\-leading probiotics company that has pioneered microbiome research for 35 years. BioGaia’s products, based on L. reuteri bacterial strains, are among the most scientifically validated worldwide. Our product portfolio spans all life stages, from infants to adults, and covers gut health, oral health, and immune health. **About the role** The Regional Sales Director, EMEA is responsible for delivering the regional sales and profitability targets through a combination of direct market leadership and partner/distributor management. A key priority of the role is to develop, support, and accelerate BioGaia’s direct market operations, ensuring strong P\&L performance and sustainable growth. The position provides strategic direction and commercial leadership to the regional organization, securing alignment, capability development, and disciplined execution. Through structured performance management and close collaboration within Commercial Operations and other cross\-functional teams, the Regional Sales Director ensures strong market execution, transparency, and robust forecasting practices across all markets within the region. **Key Responsibilities** **Drive Regional Sales Performance** * Own and deliver EMEA sales budget, revenue targets, and profitability KPIs. * Translate global commercial strategy into regional execution plans. * Define, track, and adjust regional sales targets aligned with company objectives. * Drive market share growth through pricing, portfolio optimization, innovation launches, channel expansion, and effective A\&P allocation. * Work closely with Marketing functions to ensure strong brand building and demand creation. * Contribute to BioGaia’s regional and global growth strategy with market insights and commercial recommendations. * Build and present strong business cases to secure internal alignment and investment approval. **Direct Market Development \& Acceleration** * Lead commercial build\-up and execution in direct markets, ensuring these markets scale into high\-performing contributors to BioGaia’s profitability. * Drive local go\-to\-market strategy including channel prioritization (pharmacy, retail, e\-commerce, pediatric, HCP, etc.). * Support local teams with business planning, sales force effectiveness, capability building, and performance management. **Distributor \& Partner Leadership** * Manage and continuously evaluate distributor and license partner performance, renegotiate agreements, or shift market model when needed. * Ensure distribution agreements and operational routines are in place, up to date, and aligned with BioGaia’s strategy. * Lead business reviews with partners and secure high\-quality execution on sell\-in, sell\-out, pricing discipline, and A\&P effectiveness. **Reporting, Forecasting \& Transparency** * Ensure accurate sales reporting, and performance tracking for the region. * Own regional forecasting, budgeting, and long\-range planning. * Provide structured documentation to enable transparency (commercial plans, statements of work, business cases, etc.). * Ensure alignment with Finance and Supply Chain through strong forecasting and S\&OP routines. **Team Leadership \& Talent Development** * Lead, coach, and develop a high\-performing regional commercial organization. * Recruit and build strong sales teams where required, especially in growing direct markets. * Create a culture of accountability, execution excellence, and performance\-based recognition. * Conduct performance reviews, goal setting, and coaching routines. * Facilitate best practice sharing across markets and build internal “success cases” to strengthen regional capabilities. **Customer, Stakeholder \& Market Engagement** * Identify new business opportunities, partnerships, and channel innovations to fuel long\-term growth. * Build strong relationships with key customers, partners/distributors, retailers, pharmacy groups, and strategic stakeholders. Candidate profile * Minimum 10–15 years of commercial experience in FMCG, OTC, pharma, consumer healthcare, medical nutrition, or similar regulated consumer products environment. * Minimum 5–7 years in senior commercial leadership roles (e.g., Regional Sales Director, Country Director, Commercial Director, Head of Sales). * Proven track record in driving profitable growth across multi\-country EMEA markets. * Strong experience in both: Direct market operations, and Distributor/partner business models (including contract negotiations and performance management). * Demonstrated experience in building and scaling new markets or new commercial set\-ups (highly relevant for France \& Germany). * Strong budget ownership experience, including forecasting, pricing strategy, and commercial planning. * Proven ability to lead cross\-functional collaboration (Marketing, Finance, Supply Chain). **Other Information** **Qualifying Mindset:** * **Innovative.** You strive for breakthrough solutions that make a difference in people´s lives. * **Collaborative.** Trust, helpfulness and curiosity define our way of working. * **Passionate.** You are committed and put your heart in everything you do.